What Is Upsell? The SaaS Growth Playbook
An upsell is when you offer an existing customer a higher-tier plan, add-on, or upgraded version of what they already use. It matters because expansion revenue from existing customers is cheaper to generate than new acquisition. Done right, it improves retention too customers on better plans tend to get more value and stay longer. TL;DR […]
What Is TAM SAM SOM? Stop Guessing Your Market Size
TAM SAM SOM is a market sizing framework that breaks your addressable market into three layers: total market, serviceable segment, and realistic near-term capture. It matters because investors and operators use it to test whether a business opportunity is worth pursuing and whether the founder understands their own market. TL;DR TAM is the total global […]
What Is SAL in SaaS? The Lead Stage Most Teams Get Wrong
SAL stands for Sales Accepted Lead a lead that a sales rep has reviewed and agreed meets the criteria to pursue. It sits between a Marketing Qualified Lead (MQL) and a Sales Qualified Lead (SQL), and it’s the handoff checkpoint where marketing and sales alignment either holds or breaks down. TL;DR SAL is the stage […]
What Is Runway? The SaaS Founder’s Survival Guide
Runway is the number of months your company can operate before it runs out of cash, calculated by dividing current cash by monthly burn rate. It tells you how much time you have to hit your next milestone before you need more capital or reach profitability. Most investors expect to see at least 12 to […]
What Is Keyword Research? The SaaS Marketer’s Real Guide
Keyword research is the process of finding the specific words and phrases your target audience types into search engines. It determines which topics you create content around and which queries you can realistically rank for. Get it wrong and you’ll build traffic that never converts. TL;DR Keyword research is about finding terms your buyers actually […]
What Is Crawling? The SEO Foundation Most SaaS Teams Get Wrong
Crawling is the process search engines use to discover and read web pages by following links across the internet. If a bot can’t reach your page, that page won’t rank no matter how good the content is. Fix crawlability before you fix anything else. TL;DR Crawling is how search engine bots discover pages by following […]
